Iannarino
OCTOBER 11, 2023
You win and lose deals in the discovery process. This is part of your audition for a prospective client, when they will verify that you can create value for them as they pursue a change to improve their results. Most salespeople do a surface-level discovery, as they have been taught to elicit a problem and the client’s pain points.
Membrain
OCTOBER 11, 2023
Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales , but I’ve noticed that we don’t always agree on what the word “value” actually means.
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Partners in Excellence
OCTOBER 11, 2023
I’ve been reading about comp plans for sellers. They are a huge challenge. A recent report cited: 97% * of leaders think there are challenges with their comp plans. 91% of organizations failed to hit goal, yet only 31% of them felt the quotas were unrealistic. 78% find their comp plans difficult to understand. And only 1% of RevOps and 12% of Finance leaders believe comp plans are aligned with overall company goals.
Martech
OCTOBER 11, 2023
Never has the expression, “Don’t confuse activity for performance,” rang truer than in B2B social media programs. You can divide organizations into two buckets based on their approach to social media execution: Those that think strategically and plan their programs. The ones who just post… anything and everything. In a nutshell, that was our finding from a best-in-class research project evaluating the social media programs of close to 50 companies spanning multiple industries.
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Search Engine Land
OCTOBER 11, 2023
While there are some reasonable assumptions of how Search Generative Experience (SGE) might affect our sites, others are not so realistic. This article highlights: Theories about SGE’s traffic impact. What we know so far. What we don’t know yet. Things to avoid. Ways to prepare for SGE. Theories on SGE’s potential traffic impact SGE will undoubtedly impact organic search, with both positive and negative consequences, if it launches as it currently stands.
Martech
OCTOBER 11, 2023
With AI tools and chatbots like ChatGPT now becoming the go-to source for quick answers, the traditional SEO game is changing. People are increasingly getting their questions answered directly in the chat or through supplemental results on the search results page. This shift means potential customers have less incentive to click through to your website.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Martech
OCTOBER 11, 2023
In yet another sign of retail media networks (RMNs) growing importance, 73% of marketers say they intend to invest more in them over the next 12 months, according to a new survey from digital marketing platform LiveIntent. And 43% of the 200 marketers surveyed said they’d already invested in RMNs and found their campaigns successful. Why we care. Customers using a retailer’s app or participating in a retailer’s loyalty program have a robust, measurable digital trail.
Search Engine Land
OCTOBER 11, 2023
Meta is updating the capabilities of Reels to help improve the performance of ad creatives. The tech giant has announced a string of new features designed to boost engagement and optimize campaign performance, including: Collection ads Multi-destination Reels carousel ads Swipe left functionality Why we care. Meta’s new functionalities for Facebook and Instagram Reels ads can help simplify the campaign creation process, saving time and potentially resulting in a higher-quality, more engagi
SaaStr
OCTOBER 11, 2023
So times are still challenging for some, but the effects aren’t even. One SaaS leader that’s accelerating again is Shopify. At an almost $7 Billion run-rate — they’re still growing a stunning 31% on a constant-currency basis. And that’s huge acceleration from the post-Covid slowdown, when Shopify went from a crazy Covid-boosted 100% growth, to a low-teens growth rate as it crossed $5 Billion run rate.
Martech
OCTOBER 11, 2023
Converting new customers is a lot more expensive than the cost of retention. So, understanding customer intent to drive retention and loyalty is necessary for marketers looking to nurture relationships through email, SMS, chat, and paid and organic messaging tactics. Learn how every click, keyword and channel alignment is a step closer to conquering your customers’ loyalty.
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
SaaStr
OCTOBER 11, 2023
Dear SaaStr: Cold Emails Are Not Working for My B2B SaaS Startup. What Am I Doing Wrong? We’ve all been there. The fairly crappy, “my product is so great”, outbound random email to 30–100 folks when you are trying to get your start-up off the ground. That never really works, absent extreme luck: No one has ever heard of you; You don’t yet know how to describe your value proposition compellingly in 1 line properly; and You likely are in a crowded space and there are already other solutions people
Martech
OCTOBER 11, 2023
Google AdMob is updating its ads that offer reward policies to include indirect monetary items. From 31 October 2023, the Policies for Ads that Offer Rewards will become the Policies for Ad Units that Offer Rewards, and will include any reward with monetary value that doesn’t have a direct mode of payment in the real world, such as: Discounts Loyalty rewards or points Free shipping Free trials for products and services An extra life for a game character A new game character’s skin Why we care.
Search Engine Land
OCTOBER 11, 2023
Greenwashing happens when a company tries to trick customers into thinking they’re environmentally friendly to attract their business. It can happen on purpose or by mistake due to poor planning and lack of awareness. Many big brands, from Nestle to Starbucks, have been caught greenwashing. It’s a prevalent problem within some industries, such as fast fashion.
Martech
OCTOBER 11, 2023
Master data management (MDM) is a journey into the heart of an organization’s data-driven success. It helps everyone across the business, especially sales and marketing teams, shape decisions, enhance efficiency and open untapped potential within every byte of information. Sponsored by: In this episode of Dun & Bradstreet’s sponsored series, “Data Makes the Difference,” Gurpinder Dhillon, Dun & Bradstreet’s vice president – master data business, and Kim Davis, editorial
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B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Search Engine Land
OCTOBER 11, 2023
Google AdMob is updating its ads that offer reward policies to include indirect monetary items. From 31 October 2023, the Policies for Ads that Offer Rewards will become the Policies for Ad Units that Offer Rewards, and will include any reward with monetary value that doesn’t have a direct mode of payment in the real world, such as: Discounts Loyalty rewards or points Free shipping Free trials for products and services An extra life for a game character A new game character’s skin Wh
G2
OCTOBER 11, 2023
The aim of a distributed denial of service (DDoS) attack is to overwhelm a network or server resources in order to force an interruption of work. Using malware, it causes the network’s systems to make hundreds of thousands, or even millions, of requests per second. The server fails to respond to each, triggering downtime.
Search Engine Land
OCTOBER 11, 2023
Converting new customers is a lot more expensive than the cost of retention. So, understanding customer intent to drive retention and loyalty is necessary for marketers looking to nurture relationships through email, SMS, chat, and paid and organic messaging tactics. Learn how every click, keyword and channel alignment is a step closer to conquering your customers’ loyalty.
Hubspot
OCTOBER 11, 2023
How do you give the people of Los Angeles a taste of New England? Simple: you buy a food truck and sell authentic, mouthwatering Maine lobster rolls. At least, that's what Sabin Lomac and Jim Tselikis, Co-Founders of Cousins Maine Lobster , did. A few months into their business, they went on Shark Tank, securing a deal with the one and only Barbara Corcoran.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Search Engine Land
OCTOBER 11, 2023
Up to 80% of website changes driven by SEO have no positive impact on organic traffic. In fact, many changes actually decrease organic traffic. Most companies have no way to measure the impact of changes, so they struggle to prioritize efforts effectively. Many marketing teams are operating blindly, making changes without measuring impact. Seemingly insignificant changes waste time and money.
RAIN Group
OCTOBER 11, 2023
Sales enablement teams regularly struggle to provide sellers with the skills and tools needed to get results like building pipelines , closing sales , growing accounts , and increasing win rates. It's a challenge to ensure sales training achieves desired outcomes, whether sales enablement is a team of one or many. Training programs must be developed, facilitators prepped, and programs delivered.
SaaStr
OCTOBER 11, 2023
Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Did monday.com’s founders feel like they’d be 100x bigger in just six years since that first SaaStr conference they attended? Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. monday hasn’t missed a beat, but before we dive into their secrets, let’s first learn where it all started and what they do today. monday’s
Search Engine Land
OCTOBER 11, 2023
Master data management (MDM) is a journey into the heart of an organization’s data-driven success. It helps everyone across the business, especially sales and marketing teams, shape decisions, enhance efficiency and open untapped potential within every byte of information. Sponsored by: In this episode of Dun & Bradstreet’s sponsored series, “Data Makes the Difference,” Gurpinder Dhillon, Dun & Bradstreet’s vice president – master data business, and Kim Davis, editorial
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Salesforce
OCTOBER 11, 2023
Whether you’re building a customer-facing site, designing a marketing email, or developing a product, at some point, you’re going to talk about colors and branding. That may be daunting for some folks, especially non-designers. But it doesn’t have to be. Anyone can learn a few basics to make those conversations less overwhelming and to make the process more objective.
G2
OCTOBER 11, 2023
A data breach occurs when unauthorized individuals gain access to confidential data. Typically, these breaches expose sensitive information ranging from personal details to financial records. Motives vary. Some hackers aim for financial gain, while others might seek a competitive edge or simply want to create chaos.
Highspot
OCTOBER 11, 2023
Effective sales management is the core of any successful business. It’s not just about hitting targets; it’s about maintaining steady growth and long-term profitability. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. The Role of Sales Management Key Responsibilities of a Sales Manager Building and Leading a High-Performing Sales Team How to Prepare an Effective Sales Management Strategy 4 Types of Sales Management Strategies Sales Manage
Salesforce
OCTOBER 11, 2023
The communications industry is constantly changing – are you keeping up? With enhanced connection, higher performance, and still being asked to provide value amid competitiveness, the future depends on balancing it all. We took a deep dive into future communication trends, including the monetization of 5G, integrating AI, and cross-skilling your telecom teams, all influencing the industry’s growth and business strategy.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
G2
OCTOBER 11, 2023
Sun rays, wind, and water last forever. They won’t exhaust themselves like fossil fuels do. They’re renewable resources, and the energy we generate from them is renewable. People and governments across the globe are tilting toward using renewable energy because it’s cleaner and healthier for the environment.
Salesforce
OCTOBER 11, 2023
In 1905, Frederick Wells was 18 feet underground in a South African mine when he saw something shiny — a diamond. Half the size of a brick, it was the largest ever found. Today, the estimated value of the Cullinan Diamond is $400 million. Imagine the sensation he felt in that moment, the sensation of discovery. If you’re a sales rep, you might recognize it.
TrackStreet
OCTOBER 11, 2023
What’s more important to develop for our products – MAP retail pricing or MSRP? Aren’t MAP pricing and MSRP more or less the same thing? Can we have both MSRP and MAP pricing for our products? Let’s find out. UNILATERAL MINIMUM ADVERTISED PRICE (“UMAP”) MANUFACTURER’S SUGGESTED RETAIL PRICE (“MSRP”) It is common to hear UMAP and MSRP thrown around in the same context and used interchangeably at times, but there are distinctive differences between the two.
Lead Fuze
OCTOBER 11, 2023
Ever felt like you’re running on a marketing treadmill, juggling endless tasks? That’s where AI marketing automation comes into play. Imagine having an intelligent assistant that never sleeps, always learns and optimizes your campaigns while sipping your morning coffee. You see, AI isn’t just for sci-fi movies anymore. It’s transforming how we do business every day.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
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